Desire

In recent conversations with both salespeople and sales leaders this slide has been getting their attention:

The more I work in the world of B2B sales, the more I’ve become a student of psychology. I’ve noticed that fear and desire are 2 emotions that destroy the success of salespeople.

When a salesperson’s desire to hit their targets and get their commission check is bigger than their curiosity about their customer, that’s when they come off as a sleazy, egotistical salesperson. But on the flipside, when they’re curious, they research their clients in detail, they prepare well for calls, and they’re always putting themselves in their shoes.

Desire can be a great thing. The desire to be a top performer in your team is why many athletes succeed in sales. But channel that energy into your customer’s needs and not your own ego.

You’ll also see fear and detachment here.

More on that next week.